A Stereotypical Salesman

1
A Stereotypical Salesman

• Has a pleasing personality is immaculately
  dressed.
• Is Deceptive, Shrewd Mean !
• characteristic traced to the origin of the
  salesman.
• Is witty, has a presence of mind, and talks VERY
  fast.
• Is highly Mobile
• travelling salesman problems in OR.

2
Buyers Like Salespeople who ...

• Are honest
• Understand the buyers business needs
• Understand the industry and economic trends.
• Help provide solutions than just products.
• Represent the company in totality
• Are Professional in all transactions.

3
Personal Selling Importance

• Personal selling is the most important part of
  marketing communications for most business firms
  -- particularly in the business-to-business
  markets.
• More money is spent on it than on any other form
  of marketing communication
• Recruiting, hiring, and training ..... 10,000 to
  50,000
• Annual compensation gt 50,000
• Sales expenses, fringe benefits, continual
  training costs add to the investment
• Personal selling costs are often described in
  terms of the cost per sales call index which
  ranges, according to one estimate, from 65 to
  207 for a single sales call

4
Salesman or a Superman ??

• Economic Stimuli
• stimulating actions in the business world.
• Assisting globalization, quality competitiveness
  etc.
• Diffusion of Innovation
• as primary source of information for early
  adopters.
• Revenue Producers
• Responsible for improving productivity.
• Market Researchers
• Sell and/or get information.
• Prospect, Customer and Competitor information.
• Future Managers
• strong demand for upper management positions.

5
Personal Selling Jobs

• Sales Support
• support to the salesman - technical or
  administrative.
• New Business
• Pioneers-new products, new customers or both
• Existing Business
• Maintaining relationship.
• Inside Sales
• Selling by staying within the premises.e.g.
  Telemarketing.
• Direct-to-consumer Sales
• retailers (real estate, insurance, securities
  etc.)
• Combination
• Jack of all trades

6
Types of Sales Jobs Retail vs Wholesales

• RETAIL
• (1) Sells goods or services for personal,
  non-business use. Considered order-takers.
• (2) Three types of retail salespeople
• (a) In-store.
• (b) Direct seller who goes to home.
• (c) Telephone salesperson.
• WHOLESELLER
• (1) Wholesalers buy products from manufacturers
  and other wholesalers and sell to other
  organizations.
• (2) A wholesale salesperson sells products to
  parties for
• (a) Resale.
• (b) Use in producing other goods and services.
• (c) Operating an organization.

7
Types of Sales Jobs Manufacturer

• A manufacturer's sales representative works for
  organizations that produce products.
• Types of manufacturer's sales representatives.
• (a) Account representative - calls on a large
  number of already established customers.
• (b) Detail salesperson - concentrates on
  performing promotional activities and introducing
  new products rather than directly soliciting
  orders.
• (c) Sales engineer - sells products that call
  for technical know-how.
• (d) Industrial products salesperson
  (nontechnical) - sells tangible products to
  industrial buyers.
• (e) Service salesperson - sells intangible
  products such as financial, advertising, or
  computer repair services.

8
10 Key Job Activities of  Salespeople

• 1. Selling Function
• Search out leads prepare sales presentations,
  make sales calls overcome objections
• 2. Working with orders
• Correct orders expedite orders handle shipping
  problems
• 3. Servicing the product
• Test equipment teach safety instructions
  supervise installation
• 4. Information management
• Provide feedback to superiors receive feedback
  from clients
• 5. Servicing the account
• Inventory management set up POP displays stock
  shelves

9
10 Key Job Activities of  Salespeople

• 6. Conferences/meetings
• Attend sales conferences set up exhibitions,
  trade shows
• 7. Training/recruiting
• Recruit new sales reps train new sales reps
• 8. Entertaining
• Take clients to lunch/dinner golfing, fishing,
  tennis, etc.
• 9. Out-of-town travelling
• Spend night on the road
• 10. Working with distributors
• Establish relations with distributors extend
  credit collect past due accounts